It is common for professional service providers to believe it’s their technical excellence – their academic credentials, their 15-plus years experience, headlined by some time in London or New York or Hong Kong – that underpins their success in business.
It might, but the reality is, it’s far more likely to be linked to their ability to relate to, connect with and service the needs of the people who walk through their door.
“Connecting with clients” teaches young professionals what they generally don’t learn at University – that most buying decisions are based on trust, confidence and the feeling of connection people have related to a product or person. It’s the trusted relationship that weighs most heavily.
Technical excellence – that’s a given. Clients are looking elsewhere.
- The elements of trust
- Communicating with clarity (including body language)
- Building rapport
- Active listening
- Interviewing effectively